Maintenance Engineering President Curt Kesselring “Power Your Day With Emotion”

Years ago I was given an article that pointed out the powerful connection between emotion and action. I would paraphrase this article as follows.




“EMOTION PRODUCES IMMEDIATE ACTION. THINKING PRODUCES FUTURE CONCLUSIONS.”



As salespeople, we must get immediate actions from our customers in the form of a sale. We cannot live off future conclusions (I’ll send you a P.O. or leave your card and I’ll call you.) Everyday, all day, we must cause 6 types of IMMEDIATE ACTION.



1. We must “TAKE ACTION” to call on the prospect.



2. We must cause the receptionist to “TAKE ACTION” to direct us to the buyer.



3. We must cause the buyer to “TAKE ACTION” to permit us to pitch them.



4. We must cause the buyer to “TAKE ACTION” and say “Wow!” to the promotion.



5. We must cause the buyer to “TAKE ACTION” and say “Wow!” to the presentation.



6. We must cause the buyer to “TAKE ACTION” and sign the order!



ACTION-ACTION-ACTION-ACTION-ACTION-ACTION



…6 times in a row for a sale, all fueled by YOUR EMOTIONS, your confidence and your enthusiasm! First you must get your emotions fired up for you to take ACTION to make the call. And then you use that emotion to CAUSE the receptionist and buyer TO TAKE ACTION which will result in a sale today.



You control the customer via mimicry. Whatever emotion you have the customer will mimic. EMOTION AND ENTHUSIASM CREATES SALES. Use this powerful concept to insure you have a great spring and summer selling season.



It will insure a great 2012.



Curt Kesselring

President Maintenance Engineering